Consider this: people who do a Google search for [YOUR SERVICES] and submit requests to be contacted are undoubtedly in a heightened emotional state of mind. They want help, but they don’t want to be “sold” to, right? No one likes being rushed or pressured into making decisions about anything—even when they asked for help! […]
Open the book and this is how it starts … 221-WORD INTRODUCTION: When the other person answers the phone (or opens the door) for the first time, you just lit a fuse. In :30 seconds from right now, the bomb is either going to blow up—or you’re going to diffuse it—and this book lays out […]
This blows me away: the service this guy was pitching was Lead Generation, where his team would cold call potential clients for my company and set appointments for our sales reps. I would NEVER want my potential clients to have this type of experience for their first interaction with someone who represents my organization!
When sales teams get to a certain size, there comes a point where it becomes pretty much necessary to implement a 2-Stage Sales Operation where you have SDRs handling the top of the funnel activities which frees the Account Execs up to focus on the middle to bottom of the funnel activities. You know this […]
Most Incentive Plans that I’ve seen for SDRs typically promote quantity over quality (and manipulation). I’ve seen: Low base pay with no incentive plan, so nobody cares Low base pay plus $3 per lead, which promotes manipulation Low base pay with ranges, like: 20 – 25 Qualified leads per month = $250 26 – 35 […]
I think there’s a certain level of confidence that can only be achieved by being as prepared as possible. Chris Voss, author of Never Split the Difference, says: “In times of crisis, we don’t rise to the occasion … we fall to our highest level of preparation.” That’s quite profound (and quote-worthy). Think about how […]
After a while, when a sales organization’s workload gets high enough, it makes sense to implement a two-stage sales operation. The sales development reps handle the initial interactions (top of the funnel activities) during stage one, and the account executives handle the discovery calls, presenting demos and closing deals (mid to bottom of the funnel […]
Alright, so here’s the situation: let’s say you run a digital marketing agency. You have clients from all over the business spectrum, i.e. small businesses, enterprise level and maybe even a few fortune 500 companies. You have a steady book of business and your clients pay you a range of anywhere from a few hundred […]